Jeff, a product marketing manager at Act-On, wanted to generate more customer referrals through their existing customers. He implemented an advocate marketing program using Influitive's platform. Advocates earned points, badges and rewards for completing challenges like surveys. Jeff also set up referral challenges where advocates could easily refer friends. This resulted in 209 high quality sales leads, $180,000 in pipeline, and $80,000 in closed business. Jeff's program showed a referral close rate over 500% higher than the industry standard, demonstrating the success of tapping into existing customers.

1. How Act-On Got Its Fans to Refer
200+ Awesome Sales Leads

2. Meet Jeff

3. Meet Jeff
(He‟s this guy)

4. Jeff‟s the product marketing manager at Act-On
“I‟m a pretty easygoing guy. Married to a great wife with 2 girls.
Love the outdoors, mountain biking, cooking and traveling.”

5. Act-On is the marketing platform for fast
growing businesses of all sizes

6. Act-On's success and growth is tied to how customers
share their positive experiences with its products. The
best sales leads are the ones that existing customers
proactively refer to the company. Jeff needed MORE
of those leads.

7. Jeff was concerned he was relying on
the same customers too often

8. The last thing he wanted was to burn out
his most loyal customers.

9. Jeff needed a more fun and natural way to
build relationships with Act-On‟s customers.

10. Jeff discovered Influitive, the leader in
advocate marketing solutions.

11. With Influitive, Act-On could now…
Integrate with salesforce.com and other products
Give back to their top advocates
Deploy fun challenges around social campaigns,
surveys, reviews, and referrals
Organize advocates

12. Jeff set out to create an army of Act-On
fans and advocates

13. Act-On asked their sales and customer success
team to invite customers to join Influitive.

14. Jeff started a dialog with his customers to see if they
were listening. He created a survey and sent it through
Influitive and his e-newsletter.
With Influitive: 103 responses in 48 hrs.Without Influitive: 2 responses

15. Points for completing challenges
Badges (there are more than 75!)
Redeemable rewards
Superstar
Jeff recognized and thanked
his advocates with…
“Everybody is busy today.
But if you make things fun,
engaging, and challenging,
it makes advocating more
exciting.”

16. Then Jeff had a stellar idea – generate more sales
opportunities through Influitive.
Advocates can easily
refer a friend at any
time with Influitive

17. He launched a referral challenge asking advocates
for a warm email or phone introduction.

18. With Influitive‟s Linkedin integration, Jeff can
see who his advocates are connected to, which
makes asking for referrals a much less
awkward experience.
LinkedIn
Connections

19. The results?

20. “The most untapped resource is your existing
customer base.”
209 of the highest quality leads

21. “We wanted to knock the ball out of the park, so we
tapped into our existing customers. It‟s the true
power of advocacy.”
$180,000 in pipeline ($80,000 closed business)
This made for one happy sales team!

22. Act-On‟s referral leads close at 5%. More than
500% higher than the industry standard
“What Influitive is doing is the new world of
advocacy in an electronic form.”

23. 1. First, find your advocates – the fans that
love your company
1. Start with small „asks‟ (like the survey)
before jumping into the referral request
1. Make it fun with challenges, points and
rewards!
1. Make it easy – the Linkedin integration
helps advocates find referrals in their
network
1. Set expectations and always follow-up
with advocates to let them know the
outcome
Jeff’s best practices for a successful referral program:

24. How Act-On‟s marketing department thinks
today: “I have a marketing initiative, how
can our advocates help?”
“When you think about customer marketing,
Influitive is the ultimate.”

25. Jeff knew his customers loved Act-On.
What can Influitive do for you? Visit influitive.com to get started.
Influitive helped him tap into it.